Halkco Sells Floor Systems for Semi-Trailers and Train Cars

question 18

Multiple Choice

Halkco sells floor systems for semi-trailers and train cars. The objective of the company is to increase its sales of its replacement flooring systems by 10 percent during the upcoming fiscal year. At its national sales conference (the theme this year was Mining for Prospects) , its 124 salespeople were told about a sales contest for the upcoming year, ""The Klondike Gold Rush"". For the contest announcement, top Halkco management was dressed like 19th century prospectors. The ten winners will be

• A) Making the salespeople excited about selling can create a problem with the sales reps' internal locus of control
• B) Too many rewards can make winning seem not worth the effort
• C) Sales contests circumvent the reasons for using normal compensation plans
• D) Such contests may produce largely illusionary sales, with no lasting improvement in market share
• E) All of the above

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Definitions:

Evaluation

The systematic assessment of the value, importance, or quality of something, often for the purpose of making decisions or improvements.

Hierarchy of Effects

A model describing the stages a consumer goes through, from unawareness to the final action of purchasing, as the result of marketing activities.

Brand Name

The unique identifier, often a word or series of words, that a company uses to distinguish its products or services from those of competitors.

Important Attributes

Critical characteristics or features that determine or significantly impact the value, functionality, or appeal of a product or concept.